How To Report

Evolve Your Sales Leadership Team To Lead In The Insights-Driven Sales System

February 18th, 2022
Mike Pregler, VP, Research Director
Mike Pregler VP, Research Director
With contributors:
Mallory Icenhower , Kate Pierpont

Summary

Sales executives are adopting an insights-driven sales system to enable their sales teams to consistently earn, retain, and grow the trust and the business of B2B buyers. The question sales executives must ask, however, is if their sales leaders are ready, willing, and able to both adopt and lead with an insights-driven selling system. The insights-driven selling system prioritizes the use of insights, infrastructure, and processes as opposed to the old-school approach to growth of simply adding sales talent. This report identifies the essential capabilities, behaviors, and competencies that B2B sales executives must require of their leadership team to succeed with insights-driven selling.

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